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Index
Dedication
Contents
Chapter 1: The New Rules
How to Become the Smartest Person . . . in Any Room
Chapter 2: Be a Mirror
How to Quickly Establish Rapport
Chapter 3: Don’t Feel Their Pain, Label It
How to Create Trust with Tactical Empathy
Chapter 4: Beware “Yes”—Master “No”
How to Generate Momentum and Make It Safe to Reveal the Real Stakes
Chapter 5: Trigger the Two Words that Immediately Transform Any Negotiation
How to Gain the Permission to Persuade
Chapter 6: Bend Their Reality
How to Shape What Is Fair
Chapter 7: Create the Illusion of Control
How to Calibrate Questions to Transform Conflict into Collaboration
Chapter 8: Guarantee Execution
How to Spot the Liars and Ensure Follow-Through from Everyone Else
Chapter 9: Bargain Hard
How to Get Your Price
Chapter 10: Find the Black Swan
How to Create Breakthroughs by Revealing the Unknown Unknowns
Acknowledgments
Appendix: Prepare a Negotiation One Sheet
Notes
Index
About the Authors
Credits
Copyright
About the Publisher
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